Des talks about:
* Why people buy the things they buy
* The Hidden Persuaders and how to use them
* Hot to quickly pick the buying style of your customer
* How to assess your own style using a quick questionnaire
* How to see yourself as your customer sees you
* The seven principles and laws of selling
* How to sell like a doctor rather than a salesperson
* The art of using the right questions to sell and close
* How to adapt and sell to each style of customer
Author of the bestseller What Makes People Tick - How to Understand Yourself and Others, Des Hunt has been selling, and teaching others how to sell, for the over twenty-five years. He has held senior sales and marketing management positions as well as running his own business employing over fifty people.
He has studies in Marketing and Psychology, holds a Bachelor of Business Degree and a Diploma in Training and Development.
His clients included Clipsal, Coca Cola, Yellow Pages Australia, Yellow Pages Singapore, Olivetti Malaysia, Singapore Airlines, Shell Oil and Brunei Telecom.
This is a skinny book with heaps of information, which, when put into practice, will lift you sales figures overnight. But remember, good ideas don't work unless you do!
Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.
This book reveals the secrets, techniques, and tips of top earners. You’ll learn:Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more!
Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.
In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.
Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
• Your own personality style and the style of those you live and work with
• How to see yourself as others see you
• The strengths, shortcomings and hidden talents of the different styles
• What style is best suited to what job
• How to pick another’s style within 30 seconds of meeting them.
• How to relate better with others
• How to avoid personality clashes
• How to enrich your relationships
What Makes People Tick contains a unique, quick and easy-to-complete questionnaire to discover personality types as well as a Job Compatibility Indicator to pinpoint the most suitable personality type for each occupation. What Makes People Tick is ‘must know’ information for people who have to deal with, live with, sell to, and generally get on with other people.
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.
Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.
The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
The incredible thing that the statistics show is that the odds of a second marriage working out are not much better. They also show that couples who try living together before they get married are no more successful at staying together than those who don’t ‘try before they buy’.
I Love You But How Do I Live With You? is the long awaited companion to Des Hunt’s best-selling book What Makes People Tick: Understanding Yourself and Others.
In this book you will:
• Discover the personality style of yourself and your partner, plus:
• A full description of yours and your partner’s personality style which reveals:
Ø How you each defend yourselves
Ø How you each handle conflict
Ø How to relate to each other more effectively
Ø How not to relate to each other
Ø How to live and love for life
Ø How you each see life
Ø What each of you want from life
Ø You loves and your hates
Ø How You each want to be related to
Ø How you each prefer to communicate
Ø Your different strengths and weaknesses